This audio CD series was designed to help salespeople, sales managers and business owners improve performance, increase productivity and optimize effectiveness. Each audio module is approximately 30 minutes in length and selected modules include attachments in a Word document. Attachments are designated by an asterisk (*).
Acquiring New Customers • Five Proven Lead Generating Activities • Creating a Written Sales Plan • Gaining a Wealth of Prospect Knowledge
Building Rapport • Building Rapport Over the Phone • Building Rapport with Your Workers • Building Rapport with a Difficult Person
Coaching for Optimal Performance • Getting the Most Out of Your People • Avoiding the Five Fatal Flaws of Management • The Secrets of Successful Communication
Goal Setting • Achieving Your Goals • Plan Your Work and Work Your Plan • Avoiding the Obstacles to Goal Setting
Focusing on Customer Retention • Eleven Secrets to Keeping Customers • Joint Venture Marketing • Loyalty Marketing
Making Money – How to Create a Successful Business Plan” • Using Your Business Plan as a Business Tool • Five P’s of a Successful Strategy • Ten Simple Steps to Grow Your Business
Making Time Work for You • The Six Keys to Effective Time Management • How to Change Your Time Management Habits • Four Time Management Tips
Maximizing Your Tradeshow Budget • Nine Pre-Show Planning Tips • Ten Proven Trade Show Secrets • Three Action Steps After Every Show
Minimizing Turnover • The Three R’s of Turnover • Hire the Right Person the First Time • Ten Ways to Guarantee Turnover • * Includes an Employee Motivational questionnaire
Outsmart the Competition • Creating a Competitive Advantage in Your Markets • Sell Value, Not Price • Ten Ways to Kill a Sale
Referrals = Success • Roadmap to Getting Referrals • Six Steps to Become Referable • Generating Referral Letters
Selling Over the Phone • Master the Three Most Important Telephone Skills • Effective Pre-Call Planning • Eleven Keys to Good Listening
"Creating a Productive Selling Zone®" book
Responding to customer requests John Boyens has written a book outlining selected modules of our “Creating a Productive Selling Zone®” workshop. This book is tailored toward anyone in sales or sales management. It’s full of best practices, tips, processes and concepts aimed at giving the reader 3-4 nuggets per chapter that they can use immediately to get productive results. Real life examples and stories that sales people can relate to are utilized throughout the book to help the reader avoid pit-falls. Selected chapters include:
• Targeting Your Prospects • Pipeline Development • Getting Past Gatekeepers • Weaving a Web of Influence • Have an IDEA Who You Are Selling To • Sell Value, Not Price • Empowering Decision Makers • Getting the Buyer to Buy • Uncovering Need • The Secrets of Master Negotiators • Addressing Objections • Knowing When to Walk Away • Asking for the Order • Secrets of Successful Cross-Selling • Outsmart the Competition • Winning RFP Strategies
Copies of this book are available for $19.95 plus $4.50 for shipping and handling (615) 776-1257 john@boyens.com
Accelerated Sales Audio Program
"Creating a Productive Selling Zone®" book
9615 Brunswick Drive, Brentwood, TN 37027-8464 